I remember closing my first real enterprise deal. It took 6 months, 12 demos, and a price objection we almost blew. We nearly lost it at the 11th hour because the CFO wanted a 15% discount, which was way outside our band. My gut said push back hard, but my manager said "go for it." We got them to agree to 5% and the deal closed for $150k ARR. That’s when I learned that sometimes, the "obvious" di